MRKTNG 3000 EXAM 2 QUESTIONS WITH
CORRECT ANSWERS
Consumer Behavior - ANSWER Describes how consumers make purchase decisions
Model of buying behavior - ANSWER Marketing stimuli, other stimuli --> Buyers
Characteristics, buyers decision process ---> Buyers decision
Consumer buying process - ANSWER Problem recognition,
information search,
evaluation of alternatives,
purchase decision,
post purchase behavior
Innate needs - ANSWER Physiological needs for food, water, air, clothing, shelter, sex
test example for innate needs/ problem recognition - ANSWER sleep
Acquired needs - ANSWER Needs that are learned in response to ones culture or
environment such as need for esteem, prestige, affection or power
Trio of needs - ANSWER power, affiliation, achievement
Need of power - ANSWER Individuals desire to control environment, could be learning
or even air conditioning.
Maslow's Hierarchy of Needs - ANSWER physiological, safety, social, esteem,
self-actualization
Factors of Consumer Behavior - ANSWER Social, Cultural, Personal, Psychological
Family influences on consumer behavior - ANSWER Most important group influence ex.
husbands influencing food wives influencing car choice
Reference group on consumer behavior - ANSWER Groups that serve influence
attitudes and buying behaviors
ex. opinion leaders exerting special influence ; warren buffet "good time to buy stocks"
Role and Status on consumer behavior EX. - ANSWER Jamal promoted to IT manager
needs the best smartphone tech to set a good example for his team
Cultural influence on consumer behavior - ANSWER Set of basic values and behaviors
,shared by members of society ; learned while growing up
Ex. U.S shift in health trends
Subcultures influence on consumer behavior - ANSWER smaller groups within a culture
that have shared value systems
ex. U.S latino market influencing brands and food
social class influence on consumer behavior - ANSWER e.g. upper middle, working ,
lower class
Determined by many factors including income, education, and wealth being most
important factor
Personal influence on consumer behavior - ANSWER Age and life-cycle, occupation,
economic situation , personality
Age and life cycle stage example - ANSWER when you become a parent, a bigger
automobile is needed
Economic situation examples - ANSWER during a recession, firms advertise their
products as a "good value"
Personality on consumer behavior - ANSWER refers to relatively enduring psychological
characteristics
ex. social extroverts, difficult to identify a segment by personality
types of psychological influences - ANSWER Motivation, perception, learning, beliefs,
attitudes
Motives influence on consumer behavior - ANSWER A need that is sufficient to trigger
the person to satisfy it, motives are often subconscious and difficult to uncover
ex. Joel bought a sports car in order to impress others
Perception influence on consumer behavior - ANSWER The process people use to
select, organize and interpret information
what is selective attention - ANSWER people screen out most information they are
exposed to so ads must strike a strong cord with the target market
what is selective distortion - ANSWER The tendency for people to interpret information
in a way that conforms to their prior beliefs
what is selective retention - ANSWER The tendency to retain only information that
supports existing attitudes and beliefs
Learnings influence on consumer behavior - ANSWER Changes in behavior arising from
experience
, A drive (internal stimulus) becomes a motive when directed toward a stimulus object
(something that might satisfy the drive or need)
What are cues - ANSWER stimuli that determines when and where and how a person
might respond
Beliefs influence of consumer behavior - ANSWER A descriptive thought about
something
ex. "tesla is too expensive for me"
Attitudes influence on consumer behavior - ANSWER A person's relatively consistent
evaluation toward something or idea
" one should always pay more for good furniture"
- attitudes are hard to change but promotion can counter peoples beliefs
Stages of the consumer buying process - ANSWER 1. need recognition
2. information search
3. alternative evaluation
4. purchase decision
5. post purchase behavior
What is Need Recognition? - ANSWER Recognition that there is a need or want that
requires satisfaction.
Primary need - ANSWER food, water, shelter, comfort, safety
Secondary need - ANSWER Acquired or learned ex. power, affiliation, achievement
What triggers needs - ANSWER A stimulus
Internal stimulus - ANSWER Hunger or thirst
External Stimulus - ANSWER Comes from either
- having a problem with a product such as it breaking
- marketing mix elements
Most important external stimuli to simulate needs - ANSWER advertising
Information Search Stage - ANSWER consumers try to find out what the alternatives are
and what information is available for each alternative
Internal Information search - ANSWER Process of recalling information stored in the
memory, stems from previous experience
CORRECT ANSWERS
Consumer Behavior - ANSWER Describes how consumers make purchase decisions
Model of buying behavior - ANSWER Marketing stimuli, other stimuli --> Buyers
Characteristics, buyers decision process ---> Buyers decision
Consumer buying process - ANSWER Problem recognition,
information search,
evaluation of alternatives,
purchase decision,
post purchase behavior
Innate needs - ANSWER Physiological needs for food, water, air, clothing, shelter, sex
test example for innate needs/ problem recognition - ANSWER sleep
Acquired needs - ANSWER Needs that are learned in response to ones culture or
environment such as need for esteem, prestige, affection or power
Trio of needs - ANSWER power, affiliation, achievement
Need of power - ANSWER Individuals desire to control environment, could be learning
or even air conditioning.
Maslow's Hierarchy of Needs - ANSWER physiological, safety, social, esteem,
self-actualization
Factors of Consumer Behavior - ANSWER Social, Cultural, Personal, Psychological
Family influences on consumer behavior - ANSWER Most important group influence ex.
husbands influencing food wives influencing car choice
Reference group on consumer behavior - ANSWER Groups that serve influence
attitudes and buying behaviors
ex. opinion leaders exerting special influence ; warren buffet "good time to buy stocks"
Role and Status on consumer behavior EX. - ANSWER Jamal promoted to IT manager
needs the best smartphone tech to set a good example for his team
Cultural influence on consumer behavior - ANSWER Set of basic values and behaviors
,shared by members of society ; learned while growing up
Ex. U.S shift in health trends
Subcultures influence on consumer behavior - ANSWER smaller groups within a culture
that have shared value systems
ex. U.S latino market influencing brands and food
social class influence on consumer behavior - ANSWER e.g. upper middle, working ,
lower class
Determined by many factors including income, education, and wealth being most
important factor
Personal influence on consumer behavior - ANSWER Age and life-cycle, occupation,
economic situation , personality
Age and life cycle stage example - ANSWER when you become a parent, a bigger
automobile is needed
Economic situation examples - ANSWER during a recession, firms advertise their
products as a "good value"
Personality on consumer behavior - ANSWER refers to relatively enduring psychological
characteristics
ex. social extroverts, difficult to identify a segment by personality
types of psychological influences - ANSWER Motivation, perception, learning, beliefs,
attitudes
Motives influence on consumer behavior - ANSWER A need that is sufficient to trigger
the person to satisfy it, motives are often subconscious and difficult to uncover
ex. Joel bought a sports car in order to impress others
Perception influence on consumer behavior - ANSWER The process people use to
select, organize and interpret information
what is selective attention - ANSWER people screen out most information they are
exposed to so ads must strike a strong cord with the target market
what is selective distortion - ANSWER The tendency for people to interpret information
in a way that conforms to their prior beliefs
what is selective retention - ANSWER The tendency to retain only information that
supports existing attitudes and beliefs
Learnings influence on consumer behavior - ANSWER Changes in behavior arising from
experience
, A drive (internal stimulus) becomes a motive when directed toward a stimulus object
(something that might satisfy the drive or need)
What are cues - ANSWER stimuli that determines when and where and how a person
might respond
Beliefs influence of consumer behavior - ANSWER A descriptive thought about
something
ex. "tesla is too expensive for me"
Attitudes influence on consumer behavior - ANSWER A person's relatively consistent
evaluation toward something or idea
" one should always pay more for good furniture"
- attitudes are hard to change but promotion can counter peoples beliefs
Stages of the consumer buying process - ANSWER 1. need recognition
2. information search
3. alternative evaluation
4. purchase decision
5. post purchase behavior
What is Need Recognition? - ANSWER Recognition that there is a need or want that
requires satisfaction.
Primary need - ANSWER food, water, shelter, comfort, safety
Secondary need - ANSWER Acquired or learned ex. power, affiliation, achievement
What triggers needs - ANSWER A stimulus
Internal stimulus - ANSWER Hunger or thirst
External Stimulus - ANSWER Comes from either
- having a problem with a product such as it breaking
- marketing mix elements
Most important external stimuli to simulate needs - ANSWER advertising
Information Search Stage - ANSWER consumers try to find out what the alternatives are
and what information is available for each alternative
Internal Information search - ANSWER Process of recalling information stored in the
memory, stems from previous experience
